Buyers have two lists when they look for a home. They have a conscious list such as price range, number of bedrooms and bathrooms, location etc but they also have their subconscious list which is just as important…
1. When they walk in they want to see a place where they’d put their shoes, keys, and bag. They want to imagine living there. The lighting should be warm, not clinical. The home should appeal to the subconscious as a haven.
2. Buyers register smells: lavender bushes near the entrance are lovely, roses in a vase are great, but don’t be tempted to bake cookies because buyers suspect that is a cover up scent.
3. Sounds are important, it would not hurt to have some gentle music playing, or the sounds of birds singing (but not cawing). If the neighbors dog is barking up a storm that might be a negative.
4. The greeting: I ensure the first words are always positive and welcoming. “What a beautiful day you brought with you!” There is a right way and a wrong way to ask people to take their shoes off. A polite sign, with shoe coverings is good, it shows you and the owner care about the home. Barking orders at buyers is not a good introduction.
5. The parting. Obviously I like to thank buyers for coming but also I want them to leave them imagining themselves living there so I ask them a final question: “Before you go, quick one: what’s the first moment you picture in this house if it were yours?
Coffee in the kitchen? Movie night? Kids in the yard? I’m collecting those because it tells me what people are drawn to.”
